The Secrets of Successful The Secrets of Successful NetworkingNetworking

Jeff RichardsonChief Transformational Engineer

Empowered AlliancesEmpowered Alliances

www.SecretsOfSuccessfulNetworking.com

Jeff@EmpoweredAlliances.com (650) 269-5395

Secrets of Successful NetworkingSecrets of Successful NetworkingConference NetworkingConference Networking

Workshop Objective: Develop a plan to meet more of the “right” people at the AEE conference by systematically trying new techniques and evaluating results.new techniques and evaluating results.

Networking Objective: develop a mutually beneficial network of influential people in my profession & community

Networking Agreements Networking Agreements

� Be Interested

�Concise Communication

�Commit to Adding ValueCommit to Adding Value

� Initiate Meaningful Conversations

How would the use of these agreements impact networking experience?

The Experiential Learning LinkageThe Experiential Learning Linkage

Copyright Empowered Alliances Pg 4

What’s Your Networking Style?What’s Your Networking Style?The Loner

• Likes to do most things by themselves (because they do it faster or better)

• Doesn’t want to bother or worry other people

• Feels that their knowledge and skills are often superior to most people

• Only asks for help as a last resort (and when it may be too late)

The Socializer

• Tries to make a friend of everyone they meet

• Tends to know people’s names and faces but not what they do

• Is not usually systematic or ordered about follow-up – contact is random

• May not listen too deeply and is quick to

The Loner The Socializer

• May not listen too deeply and is quick to move on

The User

• Is likely to collect business cards without really connecting with people

• Tries to make ‘sales’ or ‘pitches’ on the first encounter

• Talks and focuses on own agenda rather than together information

• Has superficial interactions

• Keeps score when giving favors

The Builder

• Has a ‘giving’ disposition or abundance mentally

• Is generally happy to ask others for help or guidance

• Listens and learns about people carefully

• Is regularly on the look-out for useful information for which others can also benefit

• Has a well-ordered and organized networking system

The User The Builder

You’re Only 1You’re Only 1--2 Connections Away2 Connections Away

YOU

How will this connectionREFLECT ON

ME ?

Sincerity Reliability

Care Competence

TRUST

Care Competence

How are you building trust within your Network?

The Secret of Successful The Secret of Successful Networking…Networking…

…Give something of …Give something of value*value*…Give something of …Give something of value*value*so you’ll beso you’ll be

remembered and referred!remembered and referred!(Repeat)(Repeat)

Three Phases of the Networking ProcessThree Phases of the Networking Process

Before a conferencePlan how to maximize networking results

1. Select the conference

2. Define your networking goals

3. Decide who you want to meet

4. Identify ways to add value

Great Goals to Go For…Great Goals to Go For…� Try something new to challenge yourself◦ Initiate conversations with influencers◦ Break into group / Break away from conversation◦ Be bold by doing something to get noticed*

� Seek simple ways to add value to people� Seek simple ways to add value to people◦ Make people feel more comfortable◦ Connect them with their “right” person◦ Provide critical or novel information

� Work on how you say…◦ Your introduction to create intrigue◦ What types of people you are looking to meet◦ Questions to drive intriguing conversations

Target Audience DefinedTarget Audience Defined

Title

Function

Expertise Expertise

Company

Location

Three Phases of the Networking ProcessThree Phases of the Networking Process

During a networking eventRelax, meet people and build new relationships

ü Keep your goals in mind

ü Connect with key experts

ü Find ways to engage

ü Listen for ways to add value

Conversation StartersConversation Starters

1. Compliment the other person◦ Be subtle◦ Be sincere◦ Be observant◦ Be observant

Conversation StartersConversation Starters

1. Compliment the other person2. Ask a conversation starting question that…

� Is relevant to event/situation � Draws out person’s interests and/or needsDraws out person’s interests and/or needs� That YOU already have an answer to

Conversation Starting Questions Conversation Starting Questions

What are you passionate about?

What interests you about (topic)?

What do you hope to get from the conference?

What workshop(s) are you looking forward to?

What do you like most about ______?

Conversation StartersConversation Starters

1. Compliment the other person2. Ask a conversation starting question3. Short answer to “What do you do?” to

create intrigue framed as “Who Am I?”create intrigue framed as “Who Am I?”� Adjective + professional title (Creative SW Engineer)� Career direction (“I’ve been a __, but I’d rather be __”)� Catchy title (Chief Transformational Engineer)

Three Phases of the Networking ProcessThree Phases of the Networking Process

After a networking eventFollow-up and build longer-term relationships

ü Evaluate progress to goalsü Evaluate progress to goals

ü Plan specific follow-up steps

ü Continue to provide value as a way to build relationships

ü Make it easy for YOU to help others and for others to help you

Let’s Keep Networking…Let’s Keep Networking…

Jeff@EmpoweredAlliances.com650-269-5395 in Silicon Valley

� Facebook - www.Facebook.com/Jefferson2U� Facebook - www.Facebook.com/Jefferson2U◦ Social happenings and AEE’s West region page

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� Twitter – www.Twitter.com/Jefferson2U◦ Still trying to figure it all out :)